How To Lose 55 Selling Days WITHOUT Ever Being Aware Of It

Posted November 27, 2018

According to a report released by YouGov the average person loses approximately 55 days per year due to procrastination. When I read things of this magnitude, I tend to get a tad skeptical and just in case you do too; What if YouGov is totally full of sh*t and its more like half of that? … continue reading »

Sales Reps, Are You Making This Year End Mistake?

Posted November 26, 2018

This time of year there’s an inordinate amount of focus on closing deals BEFORE year end and; I get it, its important, but; Sometimes we put ALL our time and energy into something and wind up; NEGLECTING the very thing that will allow us to START 2019 STRONG! So by all means, close everything you … continue reading »

How To Fortify Your Rejection Body Armor

Posted May 7, 2018

There was an interesting study conducted by Nancy Rothbard from the Wharton School at the University of Pennsylvania and Steffanie Wilk from the Fisher College of Business at Ohio State University. They studied customer service representatives working in an insurance company’s call center. Here’s how Nancy Rothbard describes the findings; “In our study, “Waking Up On The Right Or … continue reading »

My Formula For Consistent Prospecting (Even When You’re Busy)

Posted May 6, 2018

Sometimes prospecting can be a bit of a challenge for us. We have travel, servicing accounts, internal meetings, putting out fires, administrative things that keep us from keeping up on our appearances. I have a really simple formula that I’ve shared many times before but; Today is going to be different because . . . … continue reading »

30 Ways To Get A Buyer’s Attention

Posted December 4, 2017

Sometimes it feels like we’re invisible to our potential clients! We call. We leave messages that go unanswered. We send emails that that aren’t responded to and yet somehow we hope that eventually, they’ll grant us an appointment, and hear us out! Meanwhile . . . We have quotas. We have bills to pay and … continue reading »

My Best Cold Calling Tip

Posted March 24, 2016

Earlier today, I posted the following . . . Your “connections” are more valuable once you move them off your computer screen and into real time. Too many times we forget that while we keep them nestled away, on screen and if we’re being completely honest, usually without interaction. There’s a simple cure that I’ve … continue reading »

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